Should We Set Up A Sales Team In Our Law Firm?

I have seen it done at one of the major accounting firms. They had a sales team of 3 people that followed up on target clients and made sales presentations directly to clients. That was over 10 years ago now. From everything I heard, it was quite successful and well-received by clients. I’ve also heard that some of the larger US law firms have sales teams in place.

Ideally, your attorneys should be doing the sales.  However, most attorneys aren’t trained in sales and don’t do a good job of it.  I have also seen law firm partners in action who spend virtually all their time on sales and networking activities and are the most highly paid partners in their firms if they get results. If you build the culture to allow this to happen, your young attorneys will recognize this and will be inspired to build their practices rapidly through standard sales techniques.

I know of one large US law firm that bought the rights to a generic sales training course, made only minor edits for law firm use, and now presents it as standard fare to all their attorneys. More firms are starting to recognize the need to develop their young attorneys’ business development and sales skills early on, given the increasing competition for clients in today’s rapidly changing legal environment.